Most important cultural factors that affect the negotiating process in the plastic companies in Gaza Strip

Case / Marketing


Most important cultural factors that affect the negotiating process in the plastic companies in Gaza Strip
Hussein M. AL MASHHARAWIE , Events Marketer, Palestine, State of

HOW YOU CAN GAIN IN NEGOTIATION.


The study aimed to identify the most important cultural factors that affect the negotiating process in the plastic companies in Gaza Strip. Then, it compared the results of the study with the characteristics of the negotiation process in China in order to recognize the existence of agreed and disagreed points between those two cultures. It also aimed to find out the positive behaviors and practices exercised by the negotiator in the plastic companies in Gaza Strip during their process of negotiating with others and trying to activate and strengthen. Moreover, it aimed to identify negative behaviors and practices exercised by the negotiators in plastic companies as negotiating process with others and making recommendations to avoid such shortcomings.
The researcher used the questionnaire as a main tool for primary data collection. It was distributed to all components of society field, which consists of 95 commercial and industrial companies all operate in Gaza Strip. The research field represented by the company owners and corporate managers and department heads and salesmen. There was a despondence from 83 company of the original research field companies of about (%87.36). He ,the researcher, used the deive analytical curriculum in this study. The results of the study showed that most of the cultural characteristics which affect the negotiation process in the plastic companies agreed with the cultural features which characterize the Chinese during the negotiating process. Some of the most important of these features are (protocols, confidence, social relations building),The study demonstrated that there was a shortage in the plastic companies in terms of management of the negotiating process beside showing an indicating statistical relationship between the function of the cultural factors and the guiding process of the negotiation to success..
In the light of the study results, some recommendations were presented emphasize the need to support some of the cultural characteristics of the plastic companies, and to avoid some of those features that are adversely affect the negotiating position of the negotiators in the plastic companies.


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